Regional Sales Manager

  • Chennai
  • 25-30 lakh
  • 5-6 years
  • 30 Jan 2015

  • Sales/ Business Development/ Account Management

  • Pharmaceuticals/ Life Sciences/ Clinical Research
Job Description

Role Overview:

Responsible for building relationship with customers and for developing the business in a district/territory/region for the franchise, in a manner consistent with the CREDO, company policy and goals, and in line with franchise direction. This may involve developing new businesses, expanding into new territories and establishing new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge for the products responsible, and a good understanding of other products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Through effective leadership, inspires leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in Medical as a preferred supplier.


1. Business Financial Results:

a. Sell franchise products within a territory
b. Understand customers' needs and market potential, and set direction, strategies and plans to expand market and realize market potential
c. Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements
d. Analyze sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities
e. Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products
f. Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments

2. Territory Management:

a. In-depth understanding of current and future customers' needs and translate them into sales opportunities
b. Direct the expansion of new accounts and account conversion
c. Work in the field with each supervisor to achieve effective coverage of key accounts; maintain high level of customer rapport and reinforce company's commitment to superior customer services
d. Analyze competitive market environment base on thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities and weakness, as well as thorough knowledge of customer's support and preferences for competitive products and services
e. Base on customers short and long term needs, competitive threats/environment, and current and future market trends, conduct SWOT analysis for the territory responsible
f. Based on results of SWOT analysis, set direction, strategies and plans for the territory/region/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups
g. Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets
h. "Coach supervisor/individual contributor in the development of :
- an effective and efficient territory account coverage plan and customer call plans
- the development/implementation of key account strategies and plans for growth"
i. Conduct regular account team reviews as a basis for challenging and improving both short and long term strategies and action plans.

3. Customer Satisfaction:

a. Develop and maintain strong relationships with all levels of customers to achieve high levels of customer satisfaction
b. Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes
c. Direct the development/implementation of strategies and plans to increase customer satisfaction, confidence and loyalty
d. Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company value-added services
e. Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve performance
f. Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction
g. Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties

4. Internal Business Processes:

a. Manage internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed
b. Optimize sales results through close alignment and cooperation with Franchise Marketing groups
c. Use internal resources and own working knowledge of supply chain processes and principles of Health Economics as a basis for identifying opportunities for service innovation
d. Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization
e. Work with/involve appropriate functions when developing sales incentives programs
f. "Prepare and submit territory budget, including selling & marketing expenses
g. Seek prior approval for budget variations"
h. Establish territory expense and revenue budgets for supervisors and monitor to ensure compliance
i. Judiciously manage operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
j. Manage appropriate utilization of resources and equipment
k. Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements
l. Monitor customer credit worthiness to achieve accounts receivable objectives; ensure accounts receivables are monitored and managed to achieve objectives
m. Monitor inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives
n. Develop/implement distribution network for assigned territory
o.Ensure distributor health is as per agreed guidelines.

5. People Management:

h. Ensure team consists of an appropriate mix of skills and abilities to optimize team performance
i. Ensure an appropriate succession plan is in place; ensure we have adequate supply of talent to both the sales and marketing organization
j. Develop strong teamwork, and cooperation in the team and with other functions through effective leadership
k. Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues
l. Investigate and resolve issues which contribute to employee turnover
m. Use effective interviewing and hiring skills (eg. Targeted Selection) to ensure high caliber recruitment
n. Ensure compliance with performance management process for both self and team; conduct semi-annual performance evaluation of all supervisors; identify areas for improvement based on clearly identified needs of each supervisor
o. Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees
p. Develop and implement training and development plans to address areas needing improvement
q. Conduct monthly training /field coaching to supplement standard classroom training
r. CREDO- conduct feedback and identify issues and action plans, and ensure completion of agreed upon plans
s. Conduct monthly meetings with sales team to disseminate, clarify, and explain company information and review business status

6. Self-Development:

a. Identify specific actions to improve job performance in specific areas
b. Participate in nominated training programs
c. Active self-learning strategies to maintain knowledge
d. Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training
e. Effectively apply new learning on the job

7. Corporate Ethics:

a. Communicate to sales team, their individual responsibility towards the CREDO
b. Participate in company's Credo programs
c. "Manage business within ethics and values expressed in Credo while actively
d. pursuing business outcome"
e. Relationship with customers based on high ethical standards
f. "Communicate to Product Specialists and implement company policy and
g. procedures on health and safety.

Preferable requirements:

Post-graduation degree/diploma, In Business Management from premier b-school
Prior Supervisory Experience in a large healthcare business is a pre-requisite
Multi Regional Experience in a supervisory capacity and/ or Cross Industry Experience would be preferred
Minimum 5 to 6 years of work experience required

Quality, Regulatory & Compliance (QRC) Responsibilities:

Understand complaint & adverse event reporting responsibility and report such events within 24 hours of becoming aware
Attend applicable training sessions as well as complete mandatory on-line e University trainings and submit training records to the supervisor / franchise secretary and work as per the applicable SOPs and guidelines
Follow Bio-Safety practices while handling complaint samples and while working in the field - Applicable for Sales & Marketing personnel and QA personnel
Use product samples, demo units when issued; for the designated purpose only
Report any evidence of product tampering, diversion and counterfeiting to the Brand Integrity function(Applicable for Sales & Marketing, Supply Chain and QA personnel)
Participate in execution of Field Action (Product Recall, Distribution of Field Safety Alerts, etc.) and complete the assigned tasks in a timely manner(Applicable for Sales & Marketing, Supply Chain, RA, QA, Legal, Corporate Communication personnel )
Promotional materials used in the field are duly approved through the Copy Review process (Applicable for Marketing personnel).

Educational requirements : MBA from premier institutions - Batch recommended - 2007/2008/2009.